Exposition period of the property. Exposure period of industrial facilities, months

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6 useful tips from realtors to apartment sellers

The average exposure time of an apartment on the real estate market is from two and a half to four months. But sometimes it turns out to sell in three or four weeks. It's all about the right pre-sale preparation, which is sure to attract buyers, assure realtors.

Maria Myagkova, RBC, 07/17/18

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Under the beautiful term "exposition of an apartment", experts mean finding an object on the real estate market. The exposition starts from the moment information about your property enters the database and ends when you have decided on a buyer. This is a difficult and responsible period. Your native apartment, where every little thing is connected with memories, and “walls heal”, strangers meticulously consider it as a commodity, sorting out all its advantages and disadvantages. Most likely, you want all this to end as soon as possible, you can breathe a sigh of relief and calmly prepare for the deal. And you also want your home to be appreciated. Our experts tell us what influences the duration and success of the exposure:

Elena Ovsyannikova, Director of the Academy of Sciences "Sloboda";
Galina Buyuklinskaya Head of the Sales Department of the Academy of Sciences "Vivat Realty".

When?

“The term of an apartment's exposition depends on several components,” says Galina Buyuklinskaya. - Consider them in order. One of the main factors is the so-called liquidity of housing: how much such apartments are in demand in such an area. Of course, the high demand allows you to sell the property in a shorter time.

The second point is the price, or rather, its adequacy. Everyone knows the desire of the buyer to buy cheaper, and the seller - to sell more expensive. There is the concept of an average price, which corresponds to the most common prices on the market for housing of this type. If your goal is to sell as quickly as possible, the price should be either in the middle range or slightly lower. An apartment that costs more must have clear advantages: for example, renovation, convenient transport interchange, a school or Kindergarten under windows. If there are no significant advantages, it is better to stop at a more acceptable amount for a potential buyer. Judge for yourself: will it be possible to quickly sell a two-room apartment in the Sormovsky district for 3 million 800 thousand rubles, if, to put it mildly, it is in normal condition, and the red price for it is 3 million? Of course, a good real estate specialist can find someone who wants to buy it, but it will take a lot of time. You will have to wait for months. And it is not known whether it will be possible to help out just that much.

A luxury apartment is also not so easy to sell quickly, although its price is justified. This is explained simply - not everyone can afford such housing. Still, most buyers in Nizhny Novgorod belong to the middle class.

The type of house is of some importance - brick, panel, "people's building", etc. (more appreciated brick houses), the floor on which the apartment is located. The attention of buyers is more likely to attract the third or fourth floor than the first and last. This trend has its own worldly reasons. Residents of the first floor, as a rule, are waiting for the closing front door with a roar, from which, moreover, it blows all the time, and unpleasant odors coming from the basement. In addition, you will definitely have to put bars on the windows, otherwise clever thieves can easily enter the home. There was a period when apartments on the first floor were bought very willingly, especially if the house is located near a bus stop or metro station, on the so-called "red line". Many purchased them in order to subsequently convert them into an office, shop, hairdresser, etc. However, now the situation has changed. First, the rules for the transfer of residential premises to non-residential premises have been tightened. Secondly, in today's market a wide selection of ready-made non-residential premises, which do not need to be converted, spending a lot of time and nerves. And business representatives most often prefer them.

Those who live on the top floor often suffer from the fact that the roof is leaking. Moreover, the rain from the ceiling begins in April-May, and ends only by November. By the way, if the elevator breaks down, then with heavy bags you will have to walk nine or more flights of stairs.

When comparing primary and secondary market housing, then the greatest demand is as well. This means that apartments in new houses are sold faster. In addition to the obvious advantages of newly built housing, it is worth noting one more thing. The apartment, which already belonged to someone, is decorated in the taste of the previous owner. A potential buyer may not like the renovation (from the color of the wallpaper in the bedroom to the pattern on the tile in the bathroom) and even the redevelopment that is convenient at first glance. And remodeling, as you know, is more difficult than doing from scratch. The new building does not present any such difficulties, it is like a blank sheet of paper.

So, among the factors influencing the exposition of housing, one can note its liquidity, price adequacy, type and location of both the house and the apartment. But much depends on the first impression that a potential buyer has when viewing.

“In addition to the price, liquidity of the apartment and its other characteristics (condition, number of floors, material from which the house is built, etc.), the duration of the exposure of the apartment is also affected by the degree of readiness of the documents and the availability of the title documents themselves (contracts of sale, donation, exchange , a certificate of the right to inherit by will or by law, a court decision, a certificate of full payment of a share, etc.), - Elena Ovsyannikova notes. - Considering each housing option, a real estate specialist evaluates possible risk, based on the availability of title documents of the owner. And if the risk is too high, he advises to continue the search, but the choice always remains with the buyer.

Many of the factors that affect the duration and success of the exposure of housing, we are unable to change with all our will. Alas, it is not in our power to move the house closer to the bus stop and the supermarket by the power of thought. Approximately the same can be said about the material from which the house is built, the number of storeys, and, finally, about the market situation. But we are quite able to collect a set of documents in time. As well as adequately prepare the apartment for viewing. And the recommendations of our experts will help you with this.

Galina Buyuklinskaya advises:

1. If the apartment is in a state that is popularly characterized by the words “not so hot”, then it is best to make a small cosmetic repair. No one encourages you to spend a lot of money, but glued wallpaper and new inexpensive linoleum to replace the old worn one will certainly play a role.

2. Pay special attention to smells. They affect a person more than you might think. It happens that an unbearable "ambre" is in the apartment against the will of the owners. For example, the reason for this is a dirty basement, a clogged garbage chute or stray cats. In the first two cases, be sure to contact the housing office or house management company, sanitary and epidemiological station. And in the latter, it remains to roll up your sleeves and wash the entrance - what else to do? If we are done with unpleasant odors, we often advise our clients to make coffee, bake pancakes or pies the day before the viewing. Try to make sure that the aroma of home comfort reigns in your house, and the buyer wants to return.

3. And, of course, do a general cleaning. By the way, we, real estate specialists, sometimes take on rags and mops ourselves to help our clients, if old man or a chronically busy workaholic.

Elena Ovsyannikova advises:

1. Remember that you will never get a second opportunity to make a good first impression.

2. The front door is the visiting card of the apartment, so you must be sure that it is always in order. A beautifully designed front door arouses interest and desire to visit.

3. Finishing an apartment is a guaranteed means to sell it quickly and profitably. Keep in mind that the walls of light or neutral, soft colors visually increase the area of ​​\u200b\u200bthe premises.

4. Clean windows will make the apartment more spacious and attractive. Move the curtains and curtains, and the apartment will be filled with light and sun, it will become bright and hospitable.

5. The kitchen must be clean! Many buyers judge the mistress of the house by the cleanliness of the kitchen. So make it shine.

6. Shining cleanliness of the bathroom will also help to sell the apartment. Wipe down tiles and floors to be free of water and soap stains. Don't forget to pay attention to the curtain or shower doors. Clean the ventilation grill and ventilate the bathroom;

7. Avoid clutter and chaos.

8. Make pantries and utility rooms look more spacious (to do this, fold things neatly).

9. Show in all its glory: balcony, loggia or garage. Clear your garage of unnecessary items. Remember - a balcony is not a dumping ground.

10. Make necessary repairs in the house - for example, oil the door hinges if they creak. Having eliminated minor, minor breakdowns and shortcomings, you will have the opportunity to sell the apartment more profitably.

11. An apartment filled with light and fresh air looks attractive. Conversely, the smell of tobacco, animals or a trash can create a negative impression. Be sure to ventilate the apartment, and in good weather, keep the windows open, use an air freshener. The crackling of firewood in the fireplace and the seductive smells coming from the kitchen will fill the apartment with a special feeling, warmth and comfort.

12. Lighting. Don't forget to turn on all the chandeliers and sconces. Good lighting will help agents show the apartment in the evening and on cloudy days. Be sure to replace burnt out light bulbs on the landing.

13. Minimize distractions. It would be better if as few people as possible were present during the screening. Move animals out of sight. This will enable the potential buyer to calmly look at and evaluate the apartment, imagine himself as the owner.

14. Let the agent negotiate: be friendly and polite, but don't interfere with the agent-buyer negotiations. Try to give exhaustive answers, but only to those questions that are asked. Your agent knows best what is important to the buyer and can handle any situation with ease.

Let the exposition of your apartment pass easily and quickly!

Prepared by Zlata Balika

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Point of view

How to reduce the exposure time of an object commercial real estate?

Dmitry Mikhailov, development director of the crowdfunding platform AKTIVO

It is no secret that the sale of a commercial property is not an easy task and requires quite a lot of time. And the more expensive the object, the longer the period of its exposure. Based on own experience, I can say that, as a rule, a high-quality object worth up to 100 million rubles. can be sold in 1-3 months, objects worth 300-600 million rubles. - for a year and a half, and the sale of a building at a price of 600 million rubles. may take years. Such statistics about exposure times, of course, are something like the average temperature in a hospital. Situations when everything seems to be in order with the object, but the transaction does not take place in any way, is also not uncommon. What are possible reasons the fact that a quality property is not for sale, and how to reduce the time of its exposition?

Reason one: negotiations with the buyer become a theatrical stage

Unfortunately, some sellers of objects of commercial unattainability are still living in pre-crisis realities, when there were many buyers on the market, but few premises. The seller understands that his goal is to get more money for the object and avoid unnecessary questions from buyers (after all, buildings and premises in perfect condition, as a rule, do not exist). Such a seller with a buyer begins to behave arrogantly, haughtily, demonstrates that he is a very serious, busy person, but the buyer who came to meet him raises doubts. With all his appearance, he demonstrates that he is a "Businessman" with a capital letter, so it is not a fact that he will talk with such a buyer and generally sell his object to him. The owner says that “it is possible that he will not sell it”, provoking the buyer to prove his worth and persuade him to sell the building or premises. However, this "one-man theatre" usually does not work for today's buyers. “You don’t want to sell, why did you call for a meeting?” They ask themselves and don’t call back anymore. From this way of doing business in the current market situation, it is better to refuse.

Inflating the price of the object, you should also not say that today 5 more buyers will come to you, and your building has caused a real stir in the market. Buyers of commercial real estate, in turn, are sure of the opposite, they know that there is a crisis in the country and there are no buyers besides them (even if they actually have competitors, and they still have to take part in the auction).

Reason two: lack of information about the object

Wanting to sell an object quickly and expensively, the seller often praises it. He tells how dear this property is to him, how much is connected with it, and how well the tenants are doing here. Such a position for the seller is quite logical. You just need to understand that today's buyer is not at all the same as before. If, say, in the 90s (when the object was purchased by the owner himself) transactions were carried out “on a conceptual” level, and buyers evaluated objects according to the criteria “like it or not”, “good building or bad”, but now times have changed. Most buyers in the commercial real estate market are professionals. They don't care about emotions, they need detailed information about the object.

To sell a building or premises, you need to prepare for a meeting with a buyer and know how to answer questions about the taxation of the object, its technical standing, tenants and their financial opportunities, maintenance costs, etc. If there is no such information, the owner often says that he will find it later or refuses to answer questions, and this does not suit the buyer. For him, the acquisition of an object is a business, and it is pleasant to work with a professional. Understanding that you will not receive information from the owner, and you will have to unravel the tangle of problems at the facility yourself, gives you another reason to look for another property or to postpone the purchase.

Reason three: intentional suppression of the shortcomings of the object

Often, when selling real estate, sellers prefer to withhold information about the cost of objects. They willingly report the income they receive from tenants, but they prefer not to tell the potential buyer about the costs. In their opinion, this kind of data can scare him away. In reality, everything turns out just the opposite. The buyer understands perfectly well that there is a cost part in the rental business, and wants to know what it is at this facility. The lack of information leads to the fact that a potential buyer is in no hurry to acquire a “pig in a poke”, because the money will have to be paid rather big.

Reason four: inertia or ignorance current trends market

The investment market in Russia is constantly evolving. And one of the current market trends is the development of crowdfunding in real estate. Crowdfunding involves the participation in the transaction of a large number of investors - individuals. This is the advantage of crowdfunding, because the financial possibilities of such a project are wider than those of an individual private investor or legal entity. Negotiating a price with a pool of investors can be easier. At the same time, the very structure of a transaction with a crowdfunding project can differ significantly from the usual one. It makes no sense to refuse such offers immediately. It is better to consult with a knowledgeable lawyer or study the issue in detail yourself.

For example, the last transaction of our site for the purchase of a retail property in Dolgoprudny (the anchor tenant is the Victoria supermarket) involved the sale of the property to site investors through a closed-end mutual fund. The owner of the object transferred the property to the balance of a closed-end investment fund, receiving in return 100% of the shares of such a fund. Private investors entered the project by buying shares from the owner. As a rule, such purchase and sale transactions can be closed within two to three months. The terms for the repurchase of the object can be prescribed in the contract, and the transaction itself, in case of problems with the repurchase of the premises, can be terminated. At the same time, the intermediary in the person of the crowdfunding platform is not interested in slowing down the process (as buyers often do, asking for installments and delaying the next tranche) and not buying out the whole object, because the profit of the site is the percentage from the sale of shares in commercial real estate. Participation in such investment project allows the owner to sell the object faster.